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  • 09 Nov 2010
  • First Look

First Look: November 9, 2010

primary customer? Decided whether shareholders, employees, or customers come first? Narrowed down which performance variables to track? Have you set creative boundaries? Are you generating creative tension? Are you promoting cooperation... View Details
Keywords: Sean Silverthorne
  • September 1996 (Revised April 1998)
  • Case

Mobil USM&R (B): New England Sales and Distribution

By: Robert S. Kaplan
The general manager of a local gasoline/distillate sales and distribution business unit must communicate a new strategy to the unit's 300 employees. An initial strategic planning exercise identified a high-priority list of opportunities that blended the parent... View Details
Keywords: Balanced Scorecard; Adoption; Strategic Planning; Customization and Personalization; Management Practices and Processes; Growth and Development Strategy; Measurement and Metrics; Motivation and Incentives; Performance Evaluation; Energy Industry; Mining Industry; United States
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  • September 2020 (Revised June 2021)
  • Case

Gong: Resonating Conversational Insights

By: Alison Wood Brooks and Trevor Spelman
In 2015, Amit Bendov was struck by a realization about a new technology that might be able to transcribe musical notation in real-time, which eventually became known as Gong. Gong’s business proposition was simple: provide software that automatically captures,... View Details
Keywords: Applications and Software; Technological Innovation; Communication; Performance Effectiveness; Sales; Customer Satisfaction; Competitive Strategy
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  • 23 Aug 2016
  • First Look

August 23, 2016

alternative measures of trade costs, address potential reverse causality, and explore regional patterns. CEO Personality and Firm Policies By: Gow, Ian D., Steven N. Kaplan, David F. Larcker, and Anastasia A. Zakolyukina Abstract—Based on... View Details
Keywords: Sean Silverthorne
  • 24 Oct 2006
  • First Look

First Look: October 24, 2006

national male circumcision rates for African countries are both a strong predictor of HIV/AIDS prevalence and uncorrelated with other determinants of economic outcomes. Two-stage least squares regressions do not support the hypotheses that AIDS has had any View Details
Keywords: Sean Silverthorne
  • 2015
  • Working Paper

Client Service, Compensation, and the Sell-Side Analyst Objective Function: An Empirical Analysis of Relational Incentives in the Investment-Research Industry

By: David A. Maber, Boris Groysberg and Paul M. Healy
This paper investigates how sell-side analysts build and sustain their client networks; the economic gains to successfully managing this challenge; and the metrics through which these incentives are delivered. In a typical semiannual period, the average analyst... View Details
Keywords: Networks; Measurement and Metrics; Operations; Customer Focus and Relationships; Jobs and Positions
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  • 30 Aug 2016
  • First Look

August 30, 2016

Rapidly Developed Patient-Centered Outcome Measures By: Shah, Kevin P., Tracy E. Spinks, and Thomas W. Feeley Abstract—In 2014, The University of Texas MD Anderson Cancer Center created a streamlined process for developing View Details
Keywords: Carmen Nobel
  • 19 Dec 2011
  • Research & Ideas

Climbing the Great Wall of Trust

economy, it's getting more essential that global executives learn their way around Chinese cultural customs in order to be successful in that country. While every country has its version of the "old boys network" that defines... View Details
Keywords: by Michael Blanding
  • Web

Finance - Faculty & Research

Aparna Krishna This paper evaluates a low-cost, customized soil nutrient management advisory service in India. As a methodological contribution, we examine whether and in which settings satellite View Details
  • Web

Asia Pacific - Global

state. We introduce novel, general, and replicable quantitative measures of rhetorical alignment, using which we establish several empirical facts: (i) rhetorical alignment is prevalent but not universal; (ii) it has increased... View Details
  • Web

Behavioral Finance & Financial Stability

price increases do not predict lower returns going forward, these increases do predict substantial heightened probability of a crash. Simple attributes related to the price run up can help predict both the crash probability and future returns. Related Themes: View Details
  • 22 Nov 2010
  • Research & Ideas

Seven Strategy Questions: A Simple Approach for Better Execution

your primary customer will allow you to devote all possible resources to meeting their needs and minimize resources devoted to everything else. This is the path to competitive success. It's easy to try to duck the tough choice implied by... View Details
Keywords: by Robert Simons
  • 01 Feb 2011
  • First Look

First Look: Feb. 1

monitoring through reputation, customer loyalty, differential impacts of government sanctions, and the standardization and internal monitoring of operations. We test our theory in the context of vehicle-emissions testing in a state in... View Details
  • 30 Apr 2024
  • Book

When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners

willing to approve continued sales of a drug known to be lethal to some customers in fulfilment of their assigned role to maximise value for shareholders (Armstrong, 1977, p. 204). And so on. Yet, the insights from this research and their... View Details
Keywords: by Dina Gerdeman
  • 15 Jan 2007
  • Research & Ideas

The Business of Free Software

Iansiti adds. As a measure of IBM's commitment to open source, the company announced its intent to invest $1 billion to the development and promotion of the Linux operating system. This new reality upends the classic rules of strategy and... View Details
Keywords: by Julia Hanna; Computer
  • 09 Sep 2008
  • First Look

First Look: September 9, 2008

customers in new product development) and developing a reputation for environmentally friendly behavior. What is the role of operations management in this context? Purchase this case: http://harvardbusinessonline.hbsp.harvard.edu/... View Details
Keywords: Sean Silverthorne
  • Web

Podcast - Business & Environment

them easier to disassemble and repair, how secondhand retail pilot programs at IKEA stores are reaching new customers, and how investments like RetourMatras are developing circular solutions for end-of-life mattresses. Karen also describes how policy, design, and View Details
  • 26 Feb 2013
  • First Look

First Look: Feb. 26

BabbaCo Bussgang, Jeffrey J., and Gaurav JainHarvard Business School Case 813-107 Having just raised a Series B financing, the case protagonist is faced with a tough decision: should she "step on the gas" and scale the customer... View Details
Keywords: Sean Silverthorne
  • Web

Courses - Entrepreneurship

for making those decisions. We will also introduce a range of specific tools—including business model design, lean testing, and customer and channel analytics—that are particularly relevant to entrepreneurs, as well as introduce students... View Details
  • 07 Jul 2021
  • Book

Good News for Disgraced Companies: You Can Regain Trust

collaborated with Deloitte on TrustIQ, a proprietary tool that measures key elements of trust in major corporations and public sector organizations. “An increasingly large number of issues are piling up in front of companies, issues that... View Details
Keywords: by Lane Lambert